NZ Sales Manager Issue 59

YOUR VALUE PROPOSITION

1 / www.nzsalesmanager.co.nz

NZSALESMARCH 2012 Issue 59

NZ’s e-MAg foR sAles leAdeRs

How to Increase Your SalesKeep Out!

Take Massive Action

There’s No Need to Hide

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www.nzsalesmanager.co.nz / 2

CoNTeNTsTHIs WeeK's MusT ReAd

HoW To INCReAse youR sAles

With 20 fishing lines

ACCouNT sTRATegy

KeeP ouT! What to do when your customer shuts you out.

BooK ReVIeW

Business Networking and Sex (not what you think)

QuICK fIx

It’s not what you sell, it’s how you sell.

TWo MINuTe ToP-uP

TAKe MAssIVe ACTIoN

But Let Go Of The Outcome

WHAT’s NeW NoTICeBoARd

CAleNdAR

MARKeTPlACe

sAles suPPoRT WINNeRs

THe Close

6

10

14

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16

20

21

22

24

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fRoM THeedIToR

In every issue we try to

bring you articles, tips and

advice that will help you to

be more successful in sales and

sales management.

I hope you find this issue

packed with ideas you can use.

In our lead article, new

contributor Graham McGregor

shares a stack of ideas you

can implement to increase

your sales. Graham makes

the important point that most

people are using just a few

sales approaches, and these

are the same approaches that

their competitors are using.

It is little wonder that buyers

are increasingly finding that

suppliers all look the same.

Note that nearly all these

ideas are about adding value

to your clients business in a

way that sets you apart from

your competition. You will

differentiate by how you sell,

and not what you sell. This is

the key to your success.

Happy selling

Paul

ABOUT /

Short and sharp, New Zealand

Sales Manager is a free e-magazine

delivering thought provoking and

enlightening articles, and industry

news and information to forward-

thinking sales managers, business

owners and sales professionals.

EDITOR / Paul Newsom

ART DIRECTOR / Jodi Olsson

GROUP EDITOR / Trudi Caffell

CONTENT ENQUIRIES /

Phone Paul on 04 586 4733 or email

[email protected]

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[email protected]

ADDRESS / NZ Sales Manager, C/- Espire

Media, PO Box 99758, Newmarket,

Auckland 1151, NZ

WEBSITE / nzsalesmanager.co.nz

IssN 2230-4762

MicrosoftDynamics CRM

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Jack is the world’s foremost leader on sales strategies.He brings 20+ years of field proven experience and has built 6 businesses from scratch in to national sized firms, two of which were sold on Wall Street.He believes that success is by design, not chance. Using this formula for success, he has helped companies realize greater sales and profits.Jack holds an MBA and was a captain in the US Army, and has now completed three Ironman’s on three continents. Jack leads with content, delivers with contagious enthusiasm and leaves his audiences both wantingmore and committed to taking action.

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Jack is the world’s foremost leader on sales strategies.He brings 20+ years of field proven experience and has built 6 businesses from scratch in to national sized firms, two of which were sold on Wall Street.He believes that success is by design, not chance. Using this formula for success, he has helped companies realize greater sales and profits.Jack holds an MBA and was a captain in the US Army, and has now completed three Ironman’s on three continents. Jack leads with content, delivers with contagious enthusiasm and leaves his audiences both wantingmore and committed to taking action.

To find ouT more informaTion on These Two seminars TexT sales To 244date: Tuesday 20th march 2012Time: 8am – 5pmVenue: ellerslie Convention Centre, Greenlane, auckland

saatchi & saatchi Building, suite 4a / 125 The strand, ParnellT: + 64 9 524 0999 e: [email protected]

www.salesstar.com

GET IN TOUCH:

The eConomy is PrediCTed To Grow By only 2.2% in 2012* is your Business GoinG To Grow more Than ThaT?

learn how, from two of the world’s leading business strategists, through two outstanding seminars on sales strategy and Business leadership.



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By Graham McGregor

HOW TO INCREASE YOUR SALESWith 20 fishing lines

After 34 years in sales

and marketing, I have a

simple system I use for

success in selling. I call it the 20

fishing lines approach.

If you go fishing, you are more

likely to catch fish if you use 20

fishing lines rather than just one

fishing line. With 20 fishing lines

you will probably catch fish on at

least some of your lines.

I treat making sales the same way.

I recommend that you use at least

20 different sales approaches

to increase your sales. If you are

using a wide range of approaches

every month to increase your

sales, I guarantee that you will

always have great sales results.

The reason for having 20 ways to

make sales is simple:

If you have 20 things you are

doing, in one month maybe 5 or

10 of these may not work as well

as they normally do.

But because you have 20 things

you are doing to make sales, even

when this happens, it still means

that in this same month 10 or 15

fishing lines are working well to

make sales for you. So you will still

make good sales.

MusT ReAd

Here’s the three

steps to using this

20 fishing lines idea

yourself:

Start off by identifying all the

things you are doing right now

to directly make sales. You will

probably find that although you

are doing a few things to make

sales, there will be other things

that you are not doing.

exAMPle oNe:

When I first met with a client who

was a personal trainer he only had

one way of making sales. He waited

until someone contacted the gym

where he worked and requested the

services of a personal trainer to get

them in better shape. He would then

talk to this person and hopefully get

them to use his services. Because he

was only relying on this one way to

make sales, his income was not only

poor ($19,000 in a whole year) it was

also very up and down. Some months

he would make twice as much money

as in other months.

exAMPle TWo:

I have consulted with large

numbers of sales people

and business owners and

discovered that most have

(at the most) about 5-10

things they do consistently

to make sales.

And these 5-10 things are

usually the same things all

their competitors are doing.

It’s no surprise their sales

results are not that good!


ACTIoN exeRCIse oNe:

Write down all the things you are doing consistently to make sales in your business.

(This could also include things like taking out an advertisement in the yellow pages,

sending out flyers for your products or services and so on.)

MusT ReAd

Identify at least 5-10 additional things you could be doing

to make more sales in your business.

(Here is a partial list of some of the things you can do to make more sales.)

Tip sheets. These are short 1-2 page articles •with helpful tips that a potential buyer for your product or service would find useful.

Client testimonials. These should talk about the •benefits they have enjoyed using your product or service and why they highly recommend it.

Special reports. These are a longer article in •the form of a short booklet.

Added value. This is anything you do when •staying in touch with people that makes them ‘better off’ in some way.

The ten minute formula. This involves doing four •simple marketing activities each day which will take around ten minutes of time to do.

Asking for referrals to other people who may be •interested in what you offer. And referrals can be obtained even from people who don’t buy.

Selling interesting ideas rather than products •or services. So rather than selling a ‘home cleaning service’ for instance, you might instead offer an interesting way to help busy people enjoy more leisure time.

Group talks and educational seminars. These •position you as an expert in your field and allow you to ‘meet’ a number of potential clients at one time.

Audio and video brochures. These can be your •talks and seminars in the form of a CD or DVD.

Asking expensive questions. This means you •ask questions that are different from what most sales professionals in your field would ask. You make sure these questions add huge value to your potential clients.

Information marketing. You market by •providing helpful information to people rather than trying to sell products and services.

Reducing risk. Customers hate making mistakes •that cost them money, time, aggravation and so on. So you need to show them ‘proof’ that buying your product or service is low or no risk.

Direct mail letters. These can work well to get •appointments with busy prospects.

Using stories. Our brains are wired to •remember stories and sharing relevant and interesting stories can be a great way to increase sales.

Centres of influence. These are people who can •potentially introduce you to large numbers of ideal clients that they already have a positive relationship with.

Pre-eminence. This is the unusual but •amazingly effective marketing strategy of doing what is in your customers best interest and not yours.

Using creative thinking. So you continually •come up with simple ways to improve every part of the sales process.

Making each sales presentation twice as •effective. Something as simple as a good visual aid could be all you need here.

Measuring your critical numbers. This means •you know what your ratios are in terms of contacts to presentations to sales etc. You can only improve what you can measure.

Positioning yourself as an expert. Customers •like to do business with people who are very good at what they do. Which is why positioning yourself as an expert in your field will attract a lot of great clients.

Focussing on the two things every customer •wants. These are a solution to a problem they

have and also to feel good.

Using gold time effectively. This means the •

activities that you do in your sales career that

are literally worth their weight in gold.


MusT ReAd

Now pick at least two of these additional

ways to make sales and take action on

them this week. Once you have two

more things you are doing consistently

to make sales, you can then add one or

two new things the next week and so on.

If you can consistently do even 5-10 new

things to increase your sales your results

can be astounding.

exAMPle:

With my personal trainer client I had him focus on doing six more things

to increase his sales. The first was one page tip sheets to position himself

as an expert and get potential clients to contact him. He also used client

testimonials, improved his sales presentation, asked for referrals, put up his

prices and did add on sales of other products like vitamins and supplements.

Doing these six new things increased his income from $19,000 a year when I

first met him to over $193,000 a year only 18 months later.

Action Exercise Two:

What things to increase sales are you going to take action

on this week?

1.

2.

3:

My 20 fishing lines approach to making more sales is quite

simple to understand, however it takes a bit of time to

consistently apply. It is best implemented over a few

months rather than a few weeks or days.

exAMPle:

When I look at how I promote

my own services as a marketing

consultant here are some of the

many things I personally do.

1: I write a weekly marketing

column for the NZ Herald.

This is read by a wide range

of people who could use my

services.

2: I have created a 396 page

programme called “The Unfair

Business Advantage Report

which contains great sales

and marketing ideas from 32

business experts in 5 countries.

A large number of people every

month sign up to get this free

report.

3: I write at least one issue of

an ezine called ‘Easy Business

Success’ each month which is

sent to everyone on my email list.

4: I send out four or more

handwritten thank you cards

each day to people who are

clients, prospects, or centres

of influence. (This means I

positively influence around

1,000 people a year by doing

just this one thing.)

5: I send out at least 5-7 emails

a month to people on my

email lists. These emails offer

either helpful ideas to improve

sales and marketing results or

introduce a product or service I

offer that could also be helpful.

6: I send out at least 50 hard

copy special reports each

month to key people. These

reports are crammed full of

useful sales and marketing

ideas and add real value to the

people who read them.

7: I send out little gifts or

unexpected bonuses to key

clients each month. These

might include a double movie


graham Mcgregor is a marketing consultant and the creator of the free 396 page ‘unfair Business Advantage Report.’ www.theunfairbusinessadvantage.com . you can email graham on [email protected]

pass, a free book on business or

personal success, a scratch and

win lottery ticket and so on. The

idea here is to AVSIT. Add Value

and Stay in Touch.

8: I provide a number of free

marketing consultations each

month to potential clients. I do

these in face to face meetings and

also on the phone or Skype. In

each consultation I give each client

some useful ideas they can use

immediately to improve their sales

and marketing results. And in each

consultation I will usually offer some

of my paid sales and marketing

services that could be useful.

9: I send out useful articles by

email and also by normal ‘snail

mail’ to key people on my

database. These key people

include clients, potential clients

and centres of influence.

10: I offer reprint rights on a wide

range of information products

including

Hard copy special reports•

Digital special reports•

ezines•

and more•

Clients can use these information

products as part of their

own added value marketing

programmes and my contact

details are on most of these info

products.

suMMARy:

Any fishing line that is providing

value for your prospects and

clients, will get bites.

Fishing lines that provide no value,

will get no bites.

Measure what you are doing.

If something is repeatedly

not working, replace it with

something else.

I highly recommend you use a

few more fishing lines in your own

business. You’ll be delighted at

how well they work for you. ■

MusT ReAd


KEEP OUT!

What to do when your customer shuts you out.

As a Key Account Manager

you should be out there

building long term

mutually profitable relationships

with your customers, keeping your

competitors out, and making sure

that you maximise your share of

the customers spend. You have to

defend, maintain and grow your key

accounts. To do this you need access

to their business and people through

regular contact in a variety of forms.

What happens when you are not

allowed this access? What do

you do when your key customer

doesn’t want the level of service

and attention that you are supposed

to be providing? You go to your

customer saying that you want to be

their partner, but for some reason,

this customer just doesn’t want to

enter into business matrimony and

keeps you at arms length.

THe ReAsoN WHy

Let’s first consider the reason why.

The primary reason will be that

you are not a key supplier. Sure,

they are a key customer for you,

and your business is dependant

on their business – that’s why they

are a key account. However, when

their business is not dependant

on your business, you will not be

a key supplier.

If you, the sales person has 100

clients, you can’t give each client

equal attention. The top customers

will be the key customers, and

receive most of your time and

attention to defend, maintain and

grow the business. Similarly your

client might have 100 suppliers.

They simply won’t have time for

100 partners, and allow all 100

By Paul Newsom

ACCouNT sTRATegy


KEEP OUT!

suppliers access to the business

and people. They will have say 20

key suppliers, who strategically are

the most critical, and they receive

most of the attention.

Key CRITeRIA ARe sPeNd

ANd RIsK

Businesses that have a supplier

management programme may use

several criteria to segment their

suppliers. The criteria used will vary,

and may include various dimensions

of value, however the criteria will

always include spend and risk.

Let’s say for your largest account,

the client spends $2m per year,

and they make up 25% of your

revenue. Contrast this with the

clients business revenue of $10bn

per year, but at $2m spend a year,

you don’t feature in their top 25

suppliers by spend. You may not

be a key supplier.

However, strategically, risk is

a critical criteria that you must

understand. Your business is

dependant on your customer, but

are they dependant on supply from

your business? What if you were not

able to supply today – do they have

an alternative supplier that they can

use tomorrow? What would be the

cost of changing suppliers?

Key ACCouNT sTRATegy

You must discover if your customer

has a procurement strategy to

manage suppliers, and know how

you fit into this. Let’s look at the

scenarios of how buyers segment

suppliers by spend and risk, and

how it might affect your key

account strategy:

1. low spend/low Risk.

If you are in a highly competitive

industry, with a low cost for the

customer to change supplier,

your product or service is low

risk to your clients business, and

their spend with you is small in

relation to their overall costs, then

the chances are you will struggle

to get engagement from the

customer in your key customer

management programme,

whatever the size of the customer

within your business.

For the supplier, your key account

management strategy should

be based around how you can

make it easier for the customer

to do business with you. Asking

for a routine appointment once

a fortnight just to catch up will

not make doing business easier.

Can you offer dedicated or

specialist inside sales support,

e-procurement or manage the

customer stock for them?

2. High spend/low Risk

There will be lots of choice of

supplier for the customer, however

with the high spend, the focus is

always on cost. This is the high

volume low margin segment

for suppliers, and one where

strategically you know that price

will always be the main issue

on the table. Supply contracts

are likely to be relatively short

term, and if your competitors

are desperate, they might be

changing hands regularly too.

As a Key Account Manager here, it

is really important that you validate

that you want this business before

you go for it. Forget the partner

ideal if there is evidence that there

will be no supplier loyalty. You

might just be renting this customer

for as long as you can before

your tenancy expires and you are

replaced. Focus on maintaining

the profitability of the account

As a Key Account Manager you should be out there building long term mutually profitable relationships with your customers, keeping your competitors out, and making sure that you maximise your share of the customers spend.

ACCouNT sTRATegy


Dashboard: Sales Performance Dashboard

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while meeting the required level of

service. Over service of an account

like this could be a waste of time

and resource.

3. low spend/High Risk

You will be an important supplier,

but may not get the attention

you think you deserve. Your aim

here will be to focus on securing

a long term contract and ensuring

security of supply. If you do this

well, then when contracts are due

for renewal, you are less likely to

find yourself under price pressure.

Be there when your customer

needs you, and it is essential that

you demonstrate regularly how

you minimise risk for this customer.

You will be providing a lot of value

for this customer, so make sure

they know it in tangible ways.

Similarly if you are looking at a

new piece of business that your

competitor has held for a while,

putting in a price a few percent

lower than your competition

is unlikely to win if the current

supplier has an excellent record of

security of supply.

4. High spend/High Risk:

If spend is high, you have few

competitors so the client has few

alternatives, there is a high cost

of change because you provide

for example, capital equipment or

IT integrated into the customers

business, and reliable supply is

critical, (if you don’t supply then

they shut down), then you are much

more likely to establish a mutually

valuable KAM programme.

The word partner becomes

relevant, and you will be allowed

access to the clients business at

whatever level has mutual benefit.

You will have to work hard on these

accounts, and they will demand it,

but for a Key Account Manager,

the rewards of managing these

accounts are why we do the job.

In all scenarios, if you are denied

access do not assume that there

will not be new opportunity for

growth within the account. Make

sure that every contact you make

has the potential to add value

to the client and their business.

Develop your reputation as an

expert in the industry, as well as

a reliable supplier, and doors will

open for you. ■

Paul Newsom is the editor of NZ sales Manager and helps sales professionals and sales managers to compete and win in complex sales. you can visit Paul’s website at www.salespartners.co.nz

ACCouNT sTRATegy


Dashboard: Sales Performance Dashboard

P +64 9 550 5223 E [email protected]

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Sales CRM that works the way

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• Easy to follow up your prospects and customers

• Helps you close deals faster

• Tuned to your unique requirements

• Easily access information via mobile device

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Say how excited you are to

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TAKE MASSIVE ACTIONBut Let Go Of The Outcome By John Shackleton

Have you found it difficult

getting back into your

old work habits after a

holiday? I’ve noticed that when I

come back to work after a long

period of inactivity I find it difficult

to get started. It’s a lot like sport;

when you’ve had some time off

from training the first couple of

sessions are particularly difficult and

you always feel like you are having

to start all over again as a beginner.

With my swimming, when I’ve had a

break in training I know that the first

two weeks are likely to be tough but

usually I’m back into the swing of

things within 3 or 4 days.

2 MINuTe ToP-uP


Selling appears to be a bit like a fly

wheel, it takes a while to get the

momentum going but once you’ve

put in all the hard work to get it up

to speed it takes much less effort

to keep it there. What we need to

do to get the fly wheel spinning is

take massive action.

One of the problems with taking

this approach in business is that

the lead time to developing new

business can be a lot longer than

a couple of weeks and therefore

we need to develop a lot of self

discipline if we are to keep taking

that massive action for a long

period of time. You may have

experienced the rollercoaster effect

yourself where you take some

action, get discouraged because

nothing happens and start to slack

off. Some time later when you’ve

lost all the momentum from your

initial surge and you’re feeling a

little jaded, you start to reap the

rewards from your efforts. This

makes you feel like taking the

action again but unfortunately you

now have to start all over again

and overcome the inertia. This

stop/start cycle can be extremely

tiring and often leads to frustration

and sometimes burn out.

So how do we get out of this cycle

or eliminate it altogether? Well I

think that there are many answers

but Dr Deepak Chopra, the

famous Indian author, speaker and

guru has one which I particularly

like. He says “you must take the

action but let go of the outcome”.

What Deepak means is that when

we are doing something and are

desperate to succeed then we

affect the end result and actually

cause it not to happen. This is

so well illustrated by the person

who is desperately looking for a

new boyfriend or girlfriend and

drives off all the potential suitors

with their over-the-top approach.

If you’re in sales you’ll know

that when you really want to

get a particular sale then the

prospect can practically smell

your desperation and will usually

back off. Alternatively when

you don’t really care and have

a totally relaxed approach the

prospect seems to almost run

2 MINuTe ToP-uP

toward you begging you to sell

to them. So what we need is an

action plan that ensures that we

feel relaxed about the outcome.

Tom Peters, the author of Search

for Excellence, says: ‘The good

news is that top sellers are not

born; anyone can become a top

seller by studying, practicing,

concentrating and focusing on

his own performance’.

I’ve been working on confidence

for over twenty five years. It’s a

choice thing, if you are not happy

with your life right now you need

to commit to creating a better life

for yourself.

The following solution works for me:

Set the goal and determine your action plan.•

Work out the minimum number of daily actions that need •

to be done to achieve your goal.

Take MASSIVE ACTION exceeding your daily minimums.•

Record every significant action that you take.•

Constantly review and celebrate your action, never •

focusing on the outcomes.

“I’ve been working on confidence for over twenty five years. It’s a choice thing, if you are not happy with your life right now you need to commit to creating a better life for yourself.”


john shackleton is an international speaker, coach, author and performance expert. To find out more, visit www.johnshack.com

“We make the call…

you make the sale”

www.ibexmarketing.co.nz

Call Murray Beer on 021 279 2783 or email [email protected] today!

Generating consistent and qualified appointments can be a mundane and time consuming process...

Let the experienced professionals at Ibex Marketing set them for you so you can spend more time meeting with

prospects and helping them solve their problems!

2 MINuTe ToP-uP

Some people try and use this

solution without step 3 but if you

take enough action you’ll start

to feel good about yourself

and you’ll know that you’re

doing what it takes to be

a success. Every time you

review your actions you’ll

reinforce these

feelings and

boost your

self esteem.

Focusing on

the massive

action that

you’re taking

will help you to let

go of the outcome,

become relaxed and not

give off those desperate vibes.

During one slow start in January

I started taking some MASSIVE

ACTION in my business. I started

to contact some of my past clients,

sending out emails and calling

people like a man possessed. I

started to keep an activity diary

in which I made a note of all the

significant actions that I took, like

the phone calls that resulted in

a conversation about business

or the emails that resulted in

further action. After a couple of

weeks I totalled up the activity

I had taken and was amazed to

realise that I was averaging only

seven significant contacts a day.

Obviously I was making a lot more

than seven calls a day but I wasn’t

counting all the ones where I

didn’t get to speak to the client. I

didn’t keep records of which call

resulted in business as I “let go of

the outcome” but as the business

started to flow in I noticed that at

least half of it came from people I

hadn’t emailed or spoken to and

some of it came from people I had

never even met. It appears that

the universe has a way of paying

us for the massive action we take

but sometimes the payment comes

from totally unexpected areas.

So take that massive action

but make sure you let go of

the outcome. ■


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Cranfield University

School of Management

has published nine free

video interviews profiling proven

methods for developing business

with major customers.

Interviews include sales authority

Neil Rackham, and managers

from IBM and Siemens explaining

how they use best practice key

account management to grow

revenue.

You can find them at: http://www.

som.cranfield.ac.uk/som/som_

applications/somapps/landing/

landing.aspx?pageid=17192 ■

WHAT’s NeW NoTICeBoARd

fRee Key ACCouNT MANAgeMeNT VIdeos

AuCKlANd CeNTRAl CITy gRouP foR sAles PRofessIoNAls

The very first Central

City Sales Hub was held

at the Rydges Hotel

on Wednesday 29th February.

There was a great turnout with

attendees from a wide range of

organisations, and involved in

different sales capacities. The

inaugural session was aimed to

help raise the bar of everyone’s

presentation skills. Steve Jobs

was used as fine example of a

great presenter, and the group

undertook activities to help

develop best practice around the

delivery of presentations.

Attendees have the opportunity

to network, learn, and test their

sale strategies on each other,

before trying to sell – it’s kind of

like doing it front of the mirror,

just this time with a larger group.

Each meeting will undertake a

different topic determined by

the group – those attending

get to create the content.

Ultimately we are trying to

raise the bar and create more

brilliant sales professionals.

http://www.som.cranfield.ac.uk/som/som_applications/somapps/landing/landing.aspx?pageid=17192

http://bit.ly/n7nuij


CAleNdARdATe NAMe PlACe CoMPANy lINK

Monday 12 March - Tuesday 13 March

Negotiation Skills Wellington NZIM Centralhttp://www.nzimcentral.co.nz/training/course.a4d?gCode=119


Winning Proposal Strategies

Auckland shipley NZ www.shipleywins.co.nz


Key Account Management

Auckland NZIM Northernhttp://www.nzimnorthern.co.nz/wa.asp?idWebPage=16885&idDetails=110

Tuesday 20 MarchIntroduction to Presenting

Aucklandeffective speaking

www.introduction-to-presenting.co.nz

Tuesday 20 March Negotiating Skills Wellington scotwork www.scotwork.co.nz

Tuesday 20 March Client Retention Workshops

AucklandTop Achievers sales Trainin

www.topachieverssalestraining.co.nz

Tuesday 20 March - Wednesday 21 March

Key Account Management

Wellington NZIM Centralhttp://www.nzimcentral.co.nz/training/course.a4d?gCode=133

Wednesday 21 MarchBusiness to Business Sales Accelerator

AucklandZealmark group ltd

http://www.zealmarkgroup.co.nz/profile_Business_to_Business.php

Thursday 22 March Sales Force Launch AucklandZealmark group ltd

http://www.zealmarkgroup.co.nz/profile_Foundations_of_sales_Success.php

Monday 26 MarchEffective Communications & Human Relations

Wellingtondale Carnegie Training

www.dalecarnegie.co.nz

Tuesday 27 Match Sales Training Seminar HamiltonTop Achievers sales Trainin

www.topachieverssalestraining.co.nz

Thursday 29 March -

Friday 30 March

Complete Presentation

SkillsWellington

effective

speaking

http://www.effectivespeaking.co.nz/complete-

presentation-skills-course.php

Wednesday 4 April -

Thursday 5 AprilSales Management Wellington NZIM Central

http://www.nzimcentral.co.nz/training/course.

a4d?gCode=259

Monday 16 April -

Tuesday 17 April Consultative Selling Auckland salesstar.com

https://secure.zeald.com/starbusiness/Services/

Consultative%20Selling?mv_pc=620


JAMIE FORD Keynote & Motivational Speaker

• Mental Toughness

• Optimism & Resilience

• Sales & Sales Management

• Positive Leadership

Speaker for University of Auckland, Canterbury Crusaders, Australian Institute of Management, and as heard on RadioLive, Newstalk ZB & more!

Talk to Jamie about your next speaking engagement on 09 414 2942 or visit www.foresight.co.nz for info

Love fishing?

NZ Fisher - it’s free!

Simply visit www.nzfisher.co.nz

to get a copy of NZ Fisher

delivered straight to your inbox monthly!

Speakers & Facilitators

Looking for an experienced, energetic and entertaining speaker for your next conference, team building or corporate event?

Call Paul Kernot on 027 2488 955 or email [email protected] to discuss your needs.

Selling • Goal Achievement • Personal Effectiveness

Seminar, Conference &

Training Venues

MARKETPLACE


Visit us at www.rightfitrecruitment.co.nz

Call Colin Quinn on 021 832 209

today!

• Hire better salespeople

• Manage sales staff more effectively

• Understand your customers motivators

Call 0800 333 668 today for a free sample report!

Extended DISC Sales Person Assessments

extendeddisc.co.nz

Consulting, Training & Recruitment

Do you own a business and want to grow sales?

Click to see >>>

what we do! www.onnxx.com

SALES & MARKETING and General Recruitment Specialists. Insurance / Print / Media & Advertising / Telco & IT Fashion / Building & Construction / Manufacturing Retail / Freight & Logistics / Business Services

Lisa Baggaley Director

Ph: 09 815 8444

Email [email protected] or visit us at www.kingsrecruitment.co.nz

Are you a photographer? Get NZ Photographer for free!

Simply visit www.nzphotographer.co.nz to get a copy delivered straight to your inbox monthly!

• Sales Training

• Sales Recruitment

• Sales Assessments

• Sales Process

Empowering Sales Managers. Growing Sales.

Call us on 09 524 0999 to discuss your sales goals or get in touch with us online!

Looking for Sales Professionals?

Specialists in the recruitment of ICT Sales Professionals

Whether you need to hire a sales professional, or are in sales and looking for your next move, contact Hamish at Manpower Professional for a free confidential discussion. Contact Hamish Haggie:

Click here to send me an email Click here to find me on LinkedIn Or phone me on 09 379 2333

Strategic tailored in house sales training and consultancy.

Phone +64 3 351 5078 Email [email protected]

Web www.alllinks.co.nz

Testimonials Available!

“We can help you lift the sales performance of your business.”

Have you subscribed to NZ Sales Manager? It’s free!

Simply visit www.nzsalesmanager.co.nz

to get a copy of NZ Sales Manager


http://bit.ly/pzFSAr

[email protected]

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http://bit.ly/luactO

mailto:[email protected]

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Could you be a winner?

SALES SUPPORTEvery issue, all NZ Sales Manager subscribers* go in the draw

to win some fantastic prizes courtesy of our generous NZ Sales Manager supporters. To find out if you’ve won simply check this

section in each issue to see if your name has been drawn and then get in touch before the deadline to claim your prize!

*Sorry—only NZ residents eligible for prize draw.

Rewarding New Zealand’s sales warriors!

The deal… That’s right, even when we’re giving stuff away there’s fine print! Any-way, please note that to be in the draw to win stuff in the Sales Support section you need to have been a confirmed email subscriber to NZ Sales Manager e-Magazine no less than two working days prior to issue date (‘cos that’s when our prize win-ners are drawn) and be a resident of New Zealand at the time of the draw. To be eligible to claim any prizes including, but not limited to, alcoholic beverages, travel, motor vehicle/boat usage, plastic surgery, sharp things or any other prize that might require you to be over than 18 years old, you must have been over 18 years of age at the time of the draw! Cheers.

Subscribe to NZ Sales Manager for free and you’ll be in the draw to win cool prizes every issue plus receive NZ Sales Manager in pdf direct to your inbox each month!

If you’re one of the lucky NZ sales Manager subscribers listed below, simply fire an email to [email protected] by April 6th to claim your prize!

CoNgRATulATIoNs To ouR sAles suPPoRT PRIZe WINNeRs foR Issue 59!

>>>>

CONGRATULATIONS TO

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CONGRATULATIONS TO

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with two bottles of NZ’s finest

thanks to our friends at

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Whether it’s client gifts, team incentives,

Friday night drinks or you just want

great wines at great prices, make

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Colin Kerr gisborne

Kristy Hill Hawkes Bay

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Could you be a winner?

You are invited to the inaugural...

Auckland Central City Group for Sales Professionals

Here is your opportunity to join a new and stimulating networking group for sales professionals in Auckland’s CBD.

Our aim is to provide professional development through collaborative learning, peer networking and best practice techniques.

Join us for the first event and help drive the future direction of the monthly group activities, discussion topics and objectives.

We look forward to meeting you!

Introducing your group facilitator Paul Brophy• Client Service Manager at Frog Recruitment Ltd• 09 362 0785 | [email protected]• Connect with Paul on LinkedIn or Twitter•

Wednesday 29th February 7:00am to 8:30amRydges Hotel, 59 Federal Street, Cnr Kingston Street, Auckland

Free: No cost (Just buy your own breakfast)RSVP to Renee Daysh by 22nd February

[email protected] or 09 362 0784

Thursday 29th March, 7AM to 8.30AM

Please RSVP to Paul Brophy on [email protected] or 021742970

All new members are welcome. We look forward to meeting you!

Topic for discussion will be the “Ethics in Selling”


‘When you get to the end of your rope, tie a knot and hang on.” - Franklin D. Roosevelt

THe Close

Have you subscribed to NZ Sales Manager? It’s free!Simply visit www.nzsalesmanager.co.nz to get a copy of NZ Sales Manager


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NZ Sales Manager Issue 59

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